Building a successful recurring revenue business is a common challenge facing Cisco partners. From service contract renewals to upsell and cross-sell opportunities, we know that post-sales initiatives often take a back seat, causing you to miss out on valuable and repeatable revenue gains. Even worse, by not staying on top of your customers’ post-sales needs, you risk losing their trust and their business.
So how can you turn things around? The answer might surprise you. It isn’t a more experienced sales team, or even more feet on the street. In fact, we’ve found that the key to a successful recurring revenue business is data science – information and analytics that deliver clear insight into the post-sale opportunities that exist across your installed base.
Data science is already playing a role at Cisco in predicting how customers will behave and ultimately buy. As part of this effort, we are working to use data and analytics to help grow our partners’ post-sales businesses by driving consistent engagement throughout all phases of the customer lifecycle – from the moment a product or service is purchased, to the point when it is adopted or implemented, to the time the customer is ready to renew or refresh that purchase.
Data science can also serve as a powerful force in building customer success. And that’s why the Cisco Global Customer Success (GCS) organization was formed earlier this year. The GCS team is looking at new ways to put data to work to empower our partners to enable customers to realize the full value of their Cisco investments.
What’s in it for you?
The easiest way to describe what data science can do for Cisco partners is this: it gives you the information you need to sell smarter, more effectively, and more profitably at every stage in the customer journey. With data science behind you, you can reach out to the right customers, at the right time, and with the right offers to quickly close more sales.
How can you get started putting your data to work for your business? We’d like to help, and we’ve lined up a partner-focused webinar on this topic on Dec. 15. Registration is now available online, and you won’t want to miss it as you gear up for a fresh start in the new year.
Today Cisco completed its acquisition of ParStream, a company that has created a specialized database built for the Internet of Things (IoT).
In hyper distributed data environments, massive amounts of data are being created and in a very distributed way. Many examples of this can be found in the IoT, from terabytes of data created by sensors places in offshore oil wells to extremely time sensitive data created by robots in manufacturing facilities. In these hyper distributed data environments, challenges arise with collecting, storing and analyzing data that can’t be solved with traditional solutions that relay on data to be in a central location before it can be used to derive meaningful insight. In some cases, there is simply too much data to move across the network, while in other cases the problem is that the data is extremely time sensitive and moving it to a data center or the cloud for action is just too slow. These cases require the capability to store and analyze data very close to where the data is created…near the edge of the network.
This is exactly what Cisco and ParStream will do together.
As organizations move toward digital transformation, they are embracing the benefits of delivering timely, personalized information to customers, citizens, and patients. Connecting people with information and services when, where, and how they want, is a pivotal point in the way organizations process, apply data and deliver that information.
Given my busy schedule, I appreciate a shopping experience that is hassle-free and fast. I also want the information I need about a product or service to be easy to find. And for that matter, I expect that a retailer knows what I am looking for and provides relevant promotions and discounts. These rising expectations have been born out of leading digital retailers and now that the bar has been set – anything that falls short feels like a disappointment.
Today’s shoppers are looking for efficiency, ease in problem-solving, and faster time to purchase. They want to take advantage of savings through discounts and promotional offers and they want to be engaged when learning about new items, entertainment, and product options. To address these growing expectations, Cisco and Panasonic are partnering to transform the shopping experience through their Powershelf solution. The solution enables brick and mortar retailers to automate inventory tracking and pricing data, helping them optimize their supply chain and better manage demand. In addition, real-time product information can be delivered to a customer’s mobile device.
The future involves much more than improving customer engagement. Cities are challenged with delivering enhanced citizen services and information on a limited budget. In the face of inclement weather and emergencies, it is critical that cities link dispatch, first responders and the community with timely, accurate information. For example, the City of Mississauga is leveraging sensors and wireless connectivity to make these connections, analyze trends and share information between citizen services, public communications, and operations.
As more and more citizens prefer to receive information and updates via their mobile devices, this integrated public service system will allow cities to put a request into action quickly and efficiently and provide real-time updates. Now, the City of Mississauga can deploy operations teams and emergency services faster, enable new services without recognizing an increase in IT budget and improve public safety with immediate, actionable information.
Note: Cisco’s Mohammed Ahmed of the Cisco IBM Alliance team was the key contributor for this blog post
In the IT industry we understand that customer confidence and respect is a leading reason that customers choose IBM and Cisco solutions and services. Cisco and IBM have earned this trust over the years by each having deep technical expertise; global resources; and world-class support that few companies can match. With an almost two-decade history of working together, our success in the market together is demonstrated by more than 25,000 shared customers.
The Cisco UCS Integrated Infrastructure for Big Data (CVD Link) with IBM BigInsights has been jointly tested and validated by both companies and provides a flexible, industry leading platform affording enterprises to fully leverage the latest open source technology together with the powerful SQL on Hadoop and Analytic capabilities. The solution highlights are:
Powerful and high performance SQL on Hadoop designed for enterprises that require greater SQL standards compliance, performance, concurrency, and security
Highly scalable analytics for Data Scientists, Business Analysts to explore, discover, analyze and build advanced predictive models
Comprehensive enterprise-grade infrastructure using Cisco Fabric Interconnects and Rack Servers optimized for BigInsights